About us:
Amach is an industry-leading technology driven company with headquarters located in Dublin and remote teams in UK and Europe.
Our blended teams of local and nearshore talent are optimised to deliver high quality and collaborative solutions.
Founded in 2013, Amach was created to solve a specific problem in aviation: too much complexity, too little usable intelligence. We help airlines modernise their operating model using cloud, data and Al-delivered by teams with deep aviation domain expertise.
Our goal is to maximize airlines' operational efficiency by optimizing resource use, reduce costs and increase customer experience and satisfaction.
About Amach:
Amach is an industry-leading, technology-driven consultancy headquartered in Dublin, with distributed delivery teams across the UK and Europe. Established in 2013, we specialise in large-scale cloud migration and modernisation in the aviation industry, digital and data transformation, agile software engineering, DevOps, automation, and AI-enabled platforms. Our blended onshore and nearshore delivery model enables us to partner with enterprise customers to deliver high-quality, outcome-focused solutions at scale.
The Role:
As a Senior Account Director, you will own and grow one or more strategic enterprise accounts, acting as the senior commercial and relationship lead. You will be accountable for revenue growth, forecasting accuracy, pipeline creation, account expansion, and executive stakeholder engagement, while working closely with delivery, solution architecture, and leadership teams. This role requires a proven ability to operate credibly at C-suite and board level, drive complex sales cycles, and convert strategy into executable commercial outcomes.
Key responsibilities & duties include:
Executive Client Leadership
• Own senior executive and C-suite relationships within assigned accounts
• Present confidently at C-level and board forums, articulating value, strategy, and commercial outcomes
• Act as a trusted advisor, aligning Amach’s capabilities to customer business priorities
Revenue Ownership & Forecasting
• Full accountability for revenue targets, growth plans, and margin performance
• Build, manage, and maintain a robust, qualified pipeline aligned to revenue objectives
• Deliver accurate forecasting through disciplined opportunity management and governance
• Demonstrate a track record of consistent target execution in complex enterprise environments
Account Growth & Expansion
• Develop and execute multi-year account plans aligned to customer strategy
• Identify and close opportunities for account expansion, cross-sell, and upsell
• Evidenced experience growing and sustaining €25M+ enterprise accounts
• Drive new initiatives across cloud, digital transformation, data, and managed services
Pipeline Generation & Deal Execution
• Proactively originate new opportunities within existing accounts
• Lead complex deal structures, commercial negotiations, and contract renewals
• Partner with solution and delivery leaders to shape compelling, value-led propositions
Salesforce & Commercial Discipline
• Own opportunity, pipeline, and forecast management within Salesforce (SFDC)
• Maintain high standards of CRM hygiene, reporting accuracy, and deal governance
• Use data and insights to drive decision-making and prioritisation
Cross-Functional Leadership
• Lead and coordinate cross-functional teams (delivery, architecture, finance, leadership)
• Ensure alignment between commercial commitments and delivery execution
• Mentor and support account team members where required
Required Skills:
• Experience in senior Account Director, Client Partner, or enterprise commercial roles
• Proven experience selling technology and professional services, including cloud migration (AWS/Azure), digital transformation, data, or engineering services
• Demonstrated success in landing, expanding, and growing large enterprise accounts (£15M+)
• Strong track record of pipeline generation, forecasting accuracy, and quota attainment
• Extensive experience presenting to and influencing C-suite and board-level stakeholders
• Hands-on experience using Salesforce (SFDC) for pipeline, forecasting, and reporting
• Strong commercial acumen, negotiation capability, and deal-closing discipline
• Excellent communication, stakeholder management, and leadership skills
• Experience working within the aviation, airline, airport, or travel technology sector
What’s in it for you:
- An opportunity to join a fast-growing company
- Options for career advancement
- Learning and development opportunities
- Flexible working environment
- Competitive salaries based on experience
Equal Opportunity Employer:
Amach is an equal opportunity employer and makes employment decisions on the basis of merit. We celebrate diversity and are committed to creating an inclusive environment for all employees. This job description is intended to convey essential responsibilities and qualifications for this role, but it is not an exhaustive list of tasks that an employee may be required to perform.
If you are passionate about driving customer success, advising on strategic solutions, and contributing to product innovation, we would love to hear from you!
Not for you?
Check out all of our open positions in our careers page and follow us on LinkedIn for future opportunities.
P.S. Share this with friends and co-workers! Don't be afraid they'll steal it from you, if you're amazing and smart we'll find a role for you. We are growing fast and we are always looking for talented people.
At Amach, we strive to be an inclusive community of open-minded individuals with different backgrounds and we are committed to fostering, cultivating and preserving a culture of diversity, equity and inclusion. We strongly believe that a diversity of experience and background is essential to create a fulfilling environment and better solutions for our people and our customers. All Amach employees and contractors are expected to honour this policy and act to ensure that every individual is respected in the workplace.
Your personal data
Amach will process your personal information in accordance with the EU's General Data Protection Regulation (GDPR). We will comply with data protection law and principles, which means that your data will be:
- Used lawfully, fairly and in a transparent way
- Collected only for valid purposes and not used in any way that is incompatible with those purposes
- Relevant to the purposes we have told you about and limited only to those purposes
- Accurate and kept up to date
- Kept only as long as necessary for the purposes we have told you about
- Kept securely
If you would like to contact us about your data, please use the following address: [email protected]
Skills Required
- Proven experience selling technology and professional services, including cloud migration
- Strong track record of pipeline generation, forecasting accuracy, and quota attainment
- Extensive experience presenting to and influencing C-suite and board-level stakeholders
- Experience in senior Account Director, Client Partner, or enterprise commercial roles
- Hands-on experience using Salesforce (SFDC) for pipeline, forecasting, and reporting
- Demonstrated success in landing, expanding, and growing large enterprise accounts (£15M+)
- Strong commercial acumen, negotiation capability, and deal-closing discipline
- Excellent communication, stakeholder management, and leadership skills
- Experience working within the aviation, airline, airport, or travel technology sector
What We Do
We help mature organisations evolve into modern digital businesses with faster time to market, increased operational stability and security. We offer a suite of technical services delivered by an experienced team of subject matter experts. Our services can be provided as a fully managed service or as an embedded part of your team. We focus on both short-term and long-term goals that emphasise business outcomes for our customers. Why choose Amach: 1. Business Agility - We focus on removing your IT debt, so that your company can focus on delivering business value to your customers at pace in a secure and reliable manner. 2. Cost Reduction - We help reduce your IT costs across all domains. This includes operational costs in both cloud and your data centres, licencing, evergreening, and reducing project delivery timelines. 3. Operational Stability - We will modernise your IT systems ensuring operational stability and resilience, to ensure the end user experience for both customers and staff are enhanced. 4. Enable Innovation - By removing IT debt, we create space for your team to focus on innovation, ensuring business longevity and futureproofing. We bring both sector experience and lessons learned. 5. Security - We address the overall architecture to ensure security by convention vs configuration. We promote DevSecOps practices, so security isn’t seen to prevent teams from delivery in an efficient manner. 6. Improve Employee Experience - We create and implement your EUX strategy that adapts to a changing world, while improving security and user efficiency - resulting in improved colleague satisfaction and retention. 7. Sustainability - Achieve your sustainability goals through optimising your overall IT footprint and reducing costs. We thrive on delivering customer value in every interaction. If you are interested in hearing more or to see how we could help you, please get in touch [email protected]
